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Hello everybody, I am Matt McCray, agent and success coach her at FEXsuccess.com. Today we are going to go over our question of the week and our question this week is When should I walk away from a lead?

Question of the week, When should I walk away from a lead

When should I walk away from a lead? You know I get this question asked an awful lot, both from new agents and from veteran agents. So I said hey I’m gonna do a video on this, we’re gonna make it question of the week. But basically the way I look at it is, when you’ve got a lead, you’ve paid a lot of money for your lead, you worked hard to get your lead, to sit down and get in front of them, you’re doing a presentation, how hard do you pressure them to move forward and make a sale? When do you stop pressuring them and just get up and walk away?

Well number 1, I don’t believe in pressuring them at all. Here’s kind of a way that I’ve put together to determine when its time to walk away and its pretty simple, it’s when you determine that they aren’t going to qualify for the program they are looking at getting. Part of the qualifications comes down to five things; number 1 is health, number 2 is the need, number 3 is desire number 4 is bank account and number 5 is affordability or their budget.

When should I walk away from a lead if they are unhealthy

So health, do they qualify for a final expense program? When should I walk away from a lead? Typically you’re not going to run into an issue where you can’t get them something if you have a guarantee issue policy. So as long as you have a guarantee issue policy, you should be able to get everybody something based on their health, but if you don’t have a guarantee policy in your state, or your just not contracted with a carrier that offers that, then you’re going to look at their health and have some determining factors based on their health. Need, do they need a final expense policy? Desire, do they have a desire to work with you the agent? Do they like you? Do they have a desire to apply? DO they have a desire to have a policy? Bank account, do they have a bank account? Walk away from them if they don’t have a bank account, they don’t have any way to pay, all of the carriers these days are pretty much going with an EFT, you’ve gotta have a bank account to write a policy on an EFT, so if they don’t have a bank account, so yeah if you can get a quarterly, or a semi annual or annual payment,? Yeah, but typically don’t stay on books as long, more of a hassle, now if you can get 6 months or a year you might, go ahead and take it because there’s a good chance if their gonna pay that big of a chunk of it at the time, their pretty interested and it may stick. So the last thing is affordability. Can a policy even fit in their budget? Can they afford a policy? So those are the basic 5 pre-qualification questions that you want to get through, if you can’t get through those 5 pre-qualifications then its probably time to walk away from the lead. Yeah you spent a lot of money on the lead, you invested your time, but there’s no sense of going into a wall when you can’t get that all. You have to be able to break down that wall, they have to be able to minimally qualify. So to answer the question, once you have determined they don’t qualify based on your pre-qualifications then it’s time to walk away from that lead.

So this was the question of the week here at FEXsuccess.com. I hope you got a lot out of the video and you can use this in your career and have a great day. If you liked the video please thumbs up the video and if you haven’t subscribed to our Youtube channel yet please do that as well. Have a great day and great selling!

Matt McCray is an Agent and Success Coach for agents in the final expense niche' market. Matt has been selling final expense since 2002 and has helped thousands of agents become successful in this industry.